This is #16 in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success.
If you’ve been following this series you know that our sales team – Phil, Rob, and John (sales manager) have just completed the third step of Stage 4 in the sales cycle, Detailed Proposal; and are now moving into Co-creating. John has been coaching Phil and Rob through the various stages of the sales cycle with their client and they are now actively Recommending Solutions to eventually Get Commitment, the fifth stage of the sales cycle.
We already know that when you arrive at Recommending Solutions, your proposals will play a vital role in gaining the client’s commitment to your proposed recommendation. In our last blog, we learned that the importance of putting forth a Detailed Proposal that reflects the quality of what we are offering the client. One of the ways we do so is by Co-creating with the client to show a willingness to compromise on our offering.
John: We work really hard on our detailed proposals. Often, because we work so hard, it can be easy to lose sight of why we are doing them in the first place … for the client. When we co-create with them, we display a desire for shared success and demonstrated willingness to work together in an effective way to win their trust. By working to their needs and making compromises when necessary, we can ensure maximum satisfaction.
John is highlighting the sales quality of Co-creating. Negotiation and willingness to compromise can be valuable when shaping your sales offering. And while accommodating your client’s needs is central to the business pursuit, it is important not to over-commit when you customize solutions to address the needs of your client as this can lead to future difficulties when actually delivering. When building proposals always take into full account any critical factors, based on current realities and be ready to share these with your client if they ask for something which may not be in your (or your clients) best interest.
Tune in next time when we’ll move into the fifth stage of the Sales Cycle – Get Commitment.
“Half of the troubles of this life can be traced to saying yes too quickly and not saying no soon enough.” – Josh Billings, American Humorist
Lumina helps sales professionals see how their behavior traits and personality show up in a selling situation. Is your sales team effective in understanding client needs? We can now scientifically measure sales professionals’ strengths and development areas in the sales process. If you’re interested in learning more, contact me at 972.841.5890 or firstname.lastname@example.org and let’s set up a time to talk.
Missed earlier articles? Catch up with John and his sales team and previous sales qualities here.